Head of Workplace Solutions, Participant Sales

At Vanguard, our core purpose is to take a stand for all investors, treat them fairly, and to give them the best chance for investment success. We put our investors first in all we do, and because of it, our clients have entrusted $10.1 trillion of their hard-earned savings to us.

Key priority for Vanguard’s Workplace Solutions is to expand our relationships with participants to deliver more value for them and to provide more insights to our employer/plan sponsor clients about the financial needs of their participants.  We are seeking an experienced leader in distribution, education, and service. In this newly created role, you will have the opportunity to establish a vision and strategy for our participant sales and education functions, bringing Vanguard’s robust suite of products and offers to participants during key life and compensation moments. This role will be responsible for building sales teams and evolving existing education and advisory functions to add more value for our participants.

As the Head of Workplace Solutions, Participant Sales, you will be responsible for establishing and leading the Participant outcall teams, while developing strategies for inbound participant sales efforts through various channels. You will lead a team through designing and testing sales campaigns based on intent and triggers, and implementing sales training within the Contact Center, with a team of leaders that are focused on day-to-day call coaching. The ideal candidate will have experience designing sales incentive systems in partnership with Compliance. Additionally, you will work closely with Vanguard’s Personal Investor Sales Team to establish sales enablement infrastructure, including book design for financial consultants, shared CRM technology, and compliance oversight. You will also be responsible for leading and evolving our participant education and situational advice teams.

What it Takes

• Hires, evaluates, and supervises crew. Provides guidance and training as necessary to develop crew. Sets performance standards, reviews performance, and makes informed compensation decisions in accordance with all applicable Human Resources policies and procedures.
• Develops and implements the strategy for inbound/outbound and crossover participant sales to drive growth.
• Partners with compliance to ensure inbound incentive system design adhere to internal and external regulatory requirements. Establishes infrastructure and oversight to ensure compliance by teams across multiple sun-divisions.
• Leads strategic planning efforts to enhance participant education efforts by incorporating needs-based consultative selling. Manages decided client concierge roles, education meetings and service agreements.
•  Improves the participant sales model based on deep expertise of the market, competition, regulatory considerations, and best practices. Shares extensive expertise to help position Vanguard appropriately to meet divisional goals and vision.
• Enables the sales infrastructure by developing tools to support book of business management, data collection of client satisfaction. Integrates new technology to strengthen division's ability to deliver position client experiences.
• Drives inbound participant sales efforts by designing and testing targeted sales activities and sales campaigns.
• Serves as internal expert on sales techniques. Creates and implements sales training programs utilizing deep technical knowledge of financial planning and client relationship management skills.
• Participates in special projects and performs other duties as assigned.

Qualifications

• Minimum 12 years of sales team leadership experience with deep knowledge of the defined contribution ecosystem.
• Direct experience building new capabilities and developing direct-to-consumer sales strategies within Financial Services. 
•  Proven track record of building and scaling sales enablement infrastructure.
• Expertise in participant-focused strategies within the defined contribution space.
• Strategic operational skills to influence product development, customer experience, and marketing efforts.

Special Factor

• Leader-of-Leader experience is strongly preferred.    
•  Knowledge of financial regulations and compliance requirements is preferred.
• Background in retirement/financial education and/or training is a plus
 

Special Factors

Sponsorship

About Vanguard

At Vanguard, we don't just have a mission—we're on a mission.

To work for the long-term financial wellbeing of our clients. To lead through product and services that transform our clients' lives. To learn and develop our skills as individuals and as a team. From Malvern to Melbourne, our mission drives us forward and inspires us to be our best.

How We Work

Vanguard has implemented a hybrid working model for the majority of our crew members, designed to capture the benefits of enhanced flexibility while enabling in-person learning, collaboration, and connection. We believe our mission-driven and highly collaborative culture is a critical enabler to support long-term client outcomes and enrich the employee experience.